Small Business Account Executive Job Schenectady area,New York USA,Sales

The Revenue team drives Affirms growth by acquiring, retaining, and expanding merchant partnerships across eCommerce, in-store, telesales, and the Affirms app
The SMB Sales team focuses on bringing new merchants onto Affirms, building relationships with business owners and decision-makers, and demonstrating how Affirms payment solutions can drive conversion, increase sales, and support business growth
Through strategic prospecting, consultative selling, and cross-functional collaboration, the team helps merchants unlock new opportunities while expanding Affirms reach across the SMB market
Affirm is seeking an experienced, quota-carrying Account Executive to own the full sales cycle for complex, high-growth merchants across the upper SMB and Mid-Market segment
This portfolio includes merchants with up to $300M in total annual sales and requires a seller who can operate as the general manager of a territory, create demand, engage executive decision-makers, build a quantified business case, structure a compelling commercial solution, and lead the opportunity through contract and launch
The Account Executive is accountable for new merchant acquisition and the long-term quality of each partnership
The role translates merchant priorities into solutions across Affirms products and capabilities, while aligning internal stakeholders across Sales, Merchant Pricing, Product, Partnerships, Risk, Legal, Operations, Implementation, and Merchant Success
Success requires strategic prospecting, strong financial and commercial judgment, fluency in technical and operational requirements, and the ability to create momentum across complex buying groups
Own a defined territory and revenue plan. Operate as the general manager of a portfolio that includes complex, high-growth merchants with up to $300M in total annual sales
Develop the account strategy, prioritization model, pipeline plan, and execution cadence required to achieve signed GMV and revenue targets
Generate and develop net-new pipeline. Research priority merchants, identify relevant business and market triggers, and use targeted outbound, partner channels, events, referrals, and internal resources to create qualified opportunities
Lead executive discovery. Engage founders, C-suite executives, and senior leaders across Finance, E-commerce, Product, Technology, Operations, and Marketing to understand strategic priorities, operating constraints, customer economics, and decision criteria
Set the strategy for complex opportunities. Independently determine the account plan, stakeholder engagement strategy, competitive positioning, internal resource requirements, negotiation posture, and path to close for each opportunity
Build quantified business cases. Translate merchant data and objectives into clear recommendations supported by expected conversion, average order value, customer acquisition, repeat purchase, GMV, revenue, unit economics, and operational impact
Design the merchant solution. Partner with Sales Engineering and Onboarding to define the appropriate product configuration, integration path, rollout strategy, and customer experience
Lead opportunities that may require customized payment configurations, e-commerce platform integrations, technical solutioning, or multi-entity implementation planning
Navigate complex buying processes. Build champions, map stakeholders, align economic buyers and technical evaluators, manage procurement, security, legal, and risk requirements, and establish a mutual action plan through decision and signature
Lead commercial negotiations. Develop deal strategy, position differentiated value, handle objections, and negotiate pricing, terms, and partnership structure
Evaluate merchant requirements against expected GMV, revenue,…